SEL4 - Proactivity Part 2 of 3 - The structure of proactive communications-SEL4---Proactivity-Part-2-of-3

Video Transcription

Video Summary

Sales communication depends on how well a message is encoded, sent, received, and understood. Using the Shannon and Weaver model, the salesperson is the sender, the message is encoded through words, tone, or format, and delivered via a channel like face-to-face, phone, or email. Each channel can introduce “noise” that distorts the message. The customer decodes it based on their own perspective, which may differ from the sender’s intent. Feedback, such as questions or a yes/no response, confirms understanding. Successful sales conversations require anticipating misunderstandings, reducing noise, and adapting to the customer’s priorities and needs.

Keywords

sales communication

Shannon and Weaver model

message encoding

noise in communication

customer feedback